When “sales” and “pushy” are uttered together in a sentence, it’s usually bad. And while nobody likes a pushy sales person, being pushy isn’t all bad if you’re NOT in sales. We’re talking about marketing departments. Yes, it’s okay for marketing to get a little pushy about the content, collateral and sales tools they create for use in the sales cycle – in fact, it’s a requirement if you desire any success in your sales and marketing programs.
The key to efficient, effective sales processes for most enterprise organizations are centered upon sales’ accessibility to marketing content for use in selling to prospects. But more than that, PUSHING content to sales and making it remarkably easy to incorporate into your sales team’s communications is the biggest “ah-ha”. What’s more, having a technology solution in place that enables sales to give marketing direct feedback on the collateral so they can ultimately get the tool set they feel they need to sell can be an even bigger win.
Here are 6 easy ways to PUSH content to sales:
- Twitter – implement a sales-only Twitter account to which your marketing team can send tweets and update your team when the latest tools are available for use. This is also a great way to share feedback, successes of particular tools, sharing tips for usage and more.
- LinkedIn Groups – if your sales team spends a good deal of time on LinkedIn, a great strategy for reaching out to them and piquing their interest is through an internal members-only group. They can get daily alerts on activity, discussions and new assets from their computer or mobile phone.
- Internal Landing Page or Blog with RSS Feed – have a dedicated web page or blog with your company’s latest and greatest marketing materials. This is a way to give your web-savvy sales team quick and easy access, and becomes a one-stop-shop for them to quickly and easily access the tools they need.
- Yammer – somewhat similar to Twitter, Yammer enables you to alert sales when existing marketing collateral is updated or upload and share NEW documents through short, real-time messages. Internal conversations also allow your teams to share insights about what works well and what needs improvement.
- Mobile/SMS Alerts – with everyone carrying a cell phone these days, text messages are an easy and widely adopted way to alert sales of new assets and get the word out.
- Automation Technology Platforms – sales force automation platforms, like RO|Enablement, help alert sales of new assets with their functionality. With RO|Enablement, you can immediately see within the asset library which items are new, which are the highest rated, and which are your favorites. That’s a helpful “triple threat” for sales because they can choose from their old stand-by tools, the new, fresh content and the most popular assets.
The bottom line is there is no benefit to having outstanding marketing material if your sales team isn’t actually using it to engage prospects. There’s no better way to get marketing and sales collateral used than by being proactive and PUSHING it to those that need it. With so many free and low-cost technology tools out there to help, there no excuse for your sales team to be unaware of new, useful content that could help them sell more effectively.
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